4 Steps to Master Your Territory

Sales Benchmark Index

One of the most dreaded can be a change to your territory. Where should my focus be in my new territory? Follow the 4 steps and use the Agile Territory Planner to become the master of your domain. Information about your new territory is usually available to help you ramp quickly.

Five Elements of an Effective Sales Territory Map

Xactly

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors.

Sales Ops Resolution: Build Market-Focused Territories in 2013

Sales Benchmark Index

Make a New Year’s resolution to build territories that are market-centric in 2013. Today’s post explores designing sales territories based on your customers and prospects. For a step-by-step guide on how to do this, Download the Territory Design Whitepaper Here !

5 Benefits of Territory Mapping Software

Xactly

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors.

Sales VPs - Are 'A' Player Quotas Rising and Territories Shrinking?

Sales Benchmark Index

Subsequently, this leads to smaller territories. Determine potential by territory. Using this method will allow leaders to have intelligent conversation surrounding quotas. Matching quotas to territory potential will maximize your best territories.

How to Optimize Inside Sales Territories

Sales Benchmark Index

Over the last two months I have had several in depth conversations with Sales Operations leaders who have been asking, “How do I optimize my inside sales team?” Where I have seen some of the greatest amount of pain is around territory design. So let's walk through my framework on how to optimize inside sales territories. 4 Lenses to Optimize for Inside Sales Territories. This will enable you to design territories where each sales representative has room to sell.

Five Elements of an Effective Sales Territory Map

Xactly

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. .

How to Control Sales Conversations

CloserIQ

The best way to do this is to exercise control over sales conversations. Here are some tips for taking control over sales conversations so that you can sell your solution: 1. By asking the right questions in your early conversations, you can discover the prospect’s major pain points. This should guide the rest of your approach in sales conversations. When conversations start to get off track, gently steer the conversation back to the original pain points.

10 Conversations to Retain Millennial Sales Talent

Sales Benchmark Index

This tool is a practical guide to 10 conversations that will boost retention. When new territories and quotas are assigned, other pastures look temptingly green. Ten Best Practice Conversations with Gen-Y Reps. Each conversation covers one of the topics listed below.

The Pipeline ? In Conversation ? How to Shorten the Sales Cycle

The Pipeline

In Conversation – How to Shorten the Sales Cycle. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter.

The Ultimate Guide to Small Talk: Conversation Starters, Powerful Questions, & More

Hubspot Sales

Whether you’re networking, speaking with a new prospect, or warming up a customer before upselling them or asking for a referral, you must be able to build rapport with casual conversation. Conversation starters. Small talk is light, informal conversation. Conversation starters.

As Per Our Conversation: What This Business Phrase Means and 15 Alternatives

Hubspot Sales

It might just be “ As per our conversation. ” Even if you don’t mean to imbue this phrase with the frustration of one hundred unanswered prospect emails, there are better, more effectiv e ways to refer to previous conversations and agreements, and I’ve got a few ideas listed below.

Sales Tech Game Changers: How to Improve Campaign Response and Conversion to Pipeline

Smart Selling Tools

Campaign Improvement: Node will surface the people that are most likely to be a fit for your solution, and provide contextual information to improve campaign response and conversion to pipeline. Build data-driven sales territories.

Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

Smart Selling Tools

Territory planning – We help companies understand where the greatest potential for opportunities are. Sales teams are equipped with the right information to initiate relevant conversations at just the right moment in the sales process.

Discover Which Ego Is Costing You Business, Relationships and Results?

Bernadette McClelland

Commercial Conversations Sales Leadership Sales Sales Results Sales Strategies‘The reason most salespeople don’t last here’, he said, ‘is because they can’t, or won’t, ask for help’. I get it!

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. Territory Management & Quota.

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The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Instead of caring about others, we decide to keep the conversations about the weather, kids, and our lines of product. Territory Alignment. Home About The Pipeline. Contest. Free Resources.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. Territory & Account Planning.

Tools 141

Sales Tech Game Changers: @Timetrade – How to Improve Engagement & Speed Business Cycles

Smart Selling Tools

Greater conversion of inquiries and interest to confirmed meetings – Users have seen a 4x lift in meetings when the call-to-action in marketing offers, web site pages and outbound prospecting efforts was a Click-to-Schedule link.

The Pipeline ? Preparing for Sales Success ? Part 1

The Pipeline

A couple of weeks ago I posted the first in a series of conversations with Michael Bird, Chief Revenue Officer with NetProspex. The primary focus of the conversation is on various aspects of and best practices in B2B selling. Territory Alignment. Home About The Pipeline. Contest.

The Pipeline ? Compelling Opening Statements ? Sales eXchange.

The Pipeline

The conversation quickly got around to compelling opening statements in an initial call. If you choose to continue to open conversations with business people by talking about you, your company, and non-specific things, perhaps you should consider how to compete in the “be found derby”.

Creating Sales Team Buy in Around Their Goals: How Managers Can Facilitate an Effective Conversation With Their Salespeople Around Attaining Their New Year’s Goals and Commitments

Keith Rosen

Whether these goals were sanctioned from the top, developed through a mutual collaboration between the salesperson and the sales manager, have been calculated by a formulaic process based on the salesperson, the marketplace and their territory or were developed and disseminated to their salespeople with a more reactive ambiguity, (“Just get out there and sell more this year!”) This is a conversation too important for anyone to rush through.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. Territory & Account Planning.

Tools 67

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. Territory & Account Planning.

Creating Sales Team Buy in Around Their Goals: How Managers Can Facilitate an Effective Conversation With Their Salespeople Around Attaining Their New Year’s Goals and Commitments

Keith Rosen

Whether these goals were sanctioned from the top, developed through a mutual collaboration between the salesperson and the sales manager, have been calculated by a formulaic process based on the salesperson, the marketplace and their territory or were developed and disseminated to their salespeople with a more reactive ambiguity, (“Just get out there and sell more this year!”) This is a conversation too important for anyone to rush through.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. Territory & Account Planning.

Tools 65

The Pipeline ? Mastering Voice Mail

The Pipeline

Towards the end of that conversation, I was asked how I felt about voice mail, I said I love voice mail, always leave a message, in fact went on to say that if you don’t leave voice mail messages, you should leave the business. Territory Alignment. Home About The Pipeline.

Refine B2B Sales Process in 2012 with Tools and Attitude ? Score.

Score More Sales

There are lots of reasons for these conversations – many companies annually have them as part of their growth plan. Automated reports for territory management, sales rep management, forecasting, and on customer interactions (these are just for starters).

Reaching Year End Sales Goals – The Coaching Conversation Every Manager Needs to Have With Their Salespeople

Keith Rosen

Whether these goals were sanctioned from the top, developed through a mutual collaboration between the salesperson and the sales manager, have been calculated by a formulaic process based on the salesperson, the marketplace and their territory or were developed and disseminated to their salespeople with a more reactive ambiguity, (“Just get out there and sell more this year!”) This is a conversation too important for anyone to rush through.

Creating Sales Team Buy in Around Their Goals: How Managers Can Facilitate an Effective Conversation With Their Salespeople Around Attaining Their New Year’s Goals and Commitments

Keith Rosen

Whether these goals were sanctioned from the top, developed through a mutual collaboration between the salesperson and the sales manager, have been calculated by a formulaic process based on the salesperson, the marketplace and their territory or were developed and disseminated to their salespeople with a more reactive ambiguity, (“Just get out there and sell more this year!”) This is a conversation too important for anyone to rush through.

Dust off some CRM records

Sales 2.0

This is a series of posts aimed at helping you survive in a new sales territory. to get you introductions to target account in your new territory. You want to start to nurture your territory.

CRM 195

A map that might save your sales job

Sales 2.0

Congrats you have a brand-new “greenfield” sales territory! My suggestion when you’re dropped into the desert (sorry “greenfield territory”) look for some of those 22,500 people that are willing to help you. I mean they will help you get into conversations with target accounts.

Creating Sales Team Buy in Around Their Goals: How Managers Can Facilitate an Effective Conversation With Their Salespeople Around Attaining Their New Year’s Goals and Commitments

Keith Rosen

Whether these goals were sanctioned from the top, developed through a mutual collaboration between the salesperson and the sales manager, have been calculated by a formulaic process based on the salesperson, the marketplace and their territory or were developed and disseminated to their salespeople with a more reactive ambiguity, (“Just get out there and sell more this year!”) This is a conversation too important for anyone to rush through.

How to Implement a Sales Process: The Complete Guide

Nutshell

Your sales team is split into geographical territories, with each rep (or group of reps) responsible for a specific area. 2: Key Funnel Conversion Rates. As soon as you have a pipeline set up in your CRM, you can use Nutshell’s funnel report to track your conversion rates from stage to stage. Of course, conversion rates constantly fluctuate to some extent, due to a number of factors.

How to Fix a Sales Forecast Killer

Pointclear

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. He had 10 sales territories in his domestic North American sales force. Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Of course, they faced a six-month ramp-up for each territory, but each started to produce something. Increase qualified leads for existing territories.

Unleashing the Power of Frontline Sales Management, Part 2: What ‘Good’ Looks Like

Sales and Marketing Management

As a result, they often retain weaker performers, believing it is better than having an open territory. They constantly reassess sales territories to optimize results. Great managers don’t accept existing territories as unchangeable. are required for each territory?

HOW??? Fortune 50 Customer 3x’s Sales Pipeline in 90 days

SalesforLife

Their sellers have thousands of accounts in each of their territories, and can’t possibly talk to all of the accounts in a territory. And they’ve been able to take what was previously a double pipeline conversion, and turned it into a triple pipeline conversion.

Simple Solutions to Big Networking Fears: 10 Surefire Ways to Remember Anyone’s Name

Hyper-Connected Selling

We mumble an apology, ask for their name, and carry on with the conversation. It goes with the territory. Conversation Skills Relationship Building mnemonic devices names networkingIt’s an experience we’ve all had.

Presidents Club Winner…NOT

Steven Rosen

For this to work effectively, quotas need to be set fairly against both large and small territories. Management needs to be able to understand opportunities and challenges in each territory when quota setting. By using percentage to quota they give smaller less developed territories a distinct advantage in rising to the top. Potentially this may be a problem, for when a new rep comes into a territory all of a sudden they are a top performer.

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A Critical Mistake In Handle Prospecting Objections

The Pipeline

I don’t like objections any more than anyone reading this, but it is part of the territory, just like 100 mile-hour pucks coming at your goalie mask; until you accept that you will always lag. By Tibor Shanto.